Threshold Calibration

The composite score means nothing without thresholds. A score of 75 is actionable only if you have defined what 75 means — is it "add to outbound sequence" or "escalate to sales immediately"? Threshold calibration is the process of determining the score ranges that trigger specific demand generation actions, calibrated against actual conversion rates at each threshold level.

1. Define Action Tiers Create three to four action tiers, each mapped to a score range and a specific demand generation response. Tier 1 (score 80-100): immediate SDR outreach with personalized sequence. Tier 2 (score 60-79): add to priority outbound campaign. Tier 3 (score 40-59): add to nurture program with content-led engagement. Below 40: monitor only.
2. Back-Test Against Conversion Apply the scoring model retroactively to accounts that have already converted. Where did they score at the time of first outreach? At the time of meeting booking? At the time of opportunity creation? The conversion patterns reveal the optimal threshold for each action tier.
3. Tune for False Positive Rate A threshold set too low creates false positives — accounts flagged as in-market that are not. A threshold set too high creates false negatives — in-market accounts missed because the bar was too strict. Target a false positive rate under 30% at the tier-one threshold. Accept higher false positive rates at lower tiers where the cost of action is lower.